Account Executive - Public Sector

Overview

Proactively cultivates relationships with customers and uses Microsoft sales strategies to establish alignment and secure buy in and execution. Proactively develops a comprehensive understanding of customer's needs and strategies, priorities, and industry direction. Leads digital transformation to drive business outcomes and create business value for customers. Develops and oversees the execution of account plans to ensure engagements yield high volume sales for both Microsoft and the customer. Thinks strategically about account planning, setting standards and priorities, outlining where to and how to invest resources. Oversees a complex accounts and leads planning and prioritization efforts to ensure appropriate responses to account needs. Engages with key internal partners to promote long-term, mutually-beneficial digital transformation strategies. Leverages key executive relationships to build trust with the customer organization. Leverages best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops compelling, value-proposition presentations and specialized business plans for customers that drive business outcomes. Develops and implements plans for maximizing upselling/cross-selling opportunities in certain accounts. Proactively coordinates with network of industry experts to build strong knowledge of the industry and the competitive landscape.

Responsibilities

Account Management

• Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts.
• Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts.
• Coordinates with industry experts to identify new business opportunities and drive account growth.
• Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes.
• Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.
• Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities.
• Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts.
• Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.
• Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions.
• Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies.
• Expands network of influence on the board to expand reach and influence decision making.
• Drives joint solutions with partners.
• Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound.
• Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.
• Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs.
• Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities.
• Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability.
• Prioritizes line of business projects to achieve business outcomes.
• Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes.

Customer Engagement

• Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers.
• Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction.
• Is sought out by the customer for guidance related to transformation.
• Proactively involves corporate resources and engages cross-industry resources to drive customer transformation.
• Ability to influence and mitigate proactively competitive risk.
• Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening.
• Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution.
• Connects the customer to Microsoft business and technical executives.
• Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft soluti